Account-Based Selling
A sales approach that coordinates multiple touches across the stakeholders within a target account rather than chasing individual leads. It pairs naturally with ABM to pursue whole accounts as a team.
Related terms
Account-Based Marketing (ABM)
A strategy that focuses marketing and sales on a defined set of high-value target accounts treated as markets of one. ABM aligns personalized campaigns and outreach around the accounts most likely to drive revenue.
Target Account List (TAL)
A curated list of the specific accounts a team will focus its ABM and sales efforts on, built from ICP fit and intent. The TAL concentrates resources where they are most likely to pay off.
Account Tiering
Segmenting target accounts into tiers (often 1, 2, and 3) by value and fit to decide how much personalization and investment each receives. Tiering balances depth of effort against scale.
Total Relevant Market
The set of accounts that genuinely match the ICP and are worth pursuing, often far smaller than the theoretical TAM. Focusing on the relevant market keeps ABM efficient and grounded.
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